July 24, 2019
Why You Should Quit Asking for Work
When frustrated CMOs at law firms hire me to coach a lawyer, they will often say something like: “Teach him how to ask for business,”…
November 14, 2018
A Legal Sales Client Team Story (aka Strategic Account Team Must-Haves)
Excited about launching a new client team program, an 800-lawyer firm had everything in place. Leadership from the top and key stakeholders were strongly supporting…
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February 9, 2016
Succession Planning Challenges – No Real Surprises Here
There is a well-deserved and surprising focus on succession planning within many law firms right now. The “well deserved” focus is justified because these firms…
October 6, 2015
Driving Law Firm Revenue – Key Client Planning
Limited resources? Too many plans – office plans, practice plans, individual plans. Where does a firm stop? Or start? Building a culture of collaboration has…
September 15, 2015
We’ve Come a Long Way. But Not Far Enough…
A few days ago, on a tired plane ride, I happened to stumble across the 1982 Paul Newman movie, The Verdict, on the airline…
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September 1, 2015
Client Relationship Transition Guide
The legal industry is clearly in the midst of a dramatic demographic shift that mirrors the changes in the overall US workforce. The concentration of…